Your positivity will be reflected in boosted productivity

Sales is the lifeblood of any business, including coaching and consulting businesses. In his book, ’Ready, Fire, Aim’, Michael Masterson recommends that you should be the one selling – right up until you hit $1 million in revenue. Then, by removing yourself from the sales process, you can scale up, and leverage what you have and grow your business faster by removing yourself from the sales process.

I believe you can start removing yourself earlier than this. Building a sales team to scale your sales earlier will grow your revenue earlier. I explain why you should remove yourself from the sales process and how to do this in my podcast ‘How to improve sales conversion by removing you’.

In this article, I tackle a cultural issue that is essential to building a high-performance sales team.

Why do you need to build a team?

You spend more time in your business than you believe. A large chunk of this is in sales. That’s great, but it reduces the time you could be spending on marketing and with clients. An effective sales team is going to give you more time for these activities. Instead of spending your time in your business, you’ll be spending time on your business.

When you do it right, developing your sales team will accelerate your growth. They’ll also improve your culture and share client insights that help to deliver better services. It’s a win/win/win.

What kind of sales team do you want?

Your mindset is your team’s culture reference point. How you think and act, and your outlook, will determine how your sales team approaches life. It will determine how they work together, how they speak to clients, and how well they sell.

Even when you are removed from sales completely, it will still be you who your team reflects.

Now, ask yourself how you want your services and products portrayed. How should your clients perceive you? What type of salesperson will get the best results? One with a positive outlook, or one who has a negative attitude?

It’s not only your salespeople who affect your sales, either. Every person in your team has the potential to be a building block or a wrecking ball. You are the one who determines which they are.

The effect of positivity in sales

People with a positive mindset achieve better outcomes. Here are a few reasons why:

  • They are more resilient, and better able to bounce back after disappointment – and sales certainly has its moments of disappointment.

  • Positive people see opportunity where others see roadblocks. They can analyze the reasons why a sale didn’t happen, learn from the lessons, and correct course with the next prospect.

  • Positive people are more able to accept criticism positively, and act upon advice to improve.

  • They become problem solvers, validating their actions and approach from positive experiences.

  • Positive people instill confidence in those around them – including colleagues and clients. Positive salespeople help clients to see the benefits of what they are selling, and this influences their clients’ buying decisions.

Positive people believe they are going to succeed. And if you think you will succeed, you improve your chances of succeeding. If you think you will fail, you probably will.

How to demonstrate and develop positivity

Okay, you realize you need to remove yourself from sales – or at least parts of the sales process. You also understand the importance of positivity in sales, and of developing a positive mindset – and how your team reflects you.

The question now is, what actions must you take to demonstrate positivity and develop a positive mindset within your team?

Here are five behaviors that will shape the positivity of your team as well as your own:

  1. Develop positive outlooks and positive emotions

Enjoy yourself now, at this very moment. Be grateful, take pleasure in life, accept inspiration. Be hopeful, curious, and optimistic.

  1. Engage positively

Be engaged in your team and its efforts. If sales are lost, help your team to discuss them honestly and openly and highlight the opportunities that have been created by this learning mechanism.

  1. Develop positive working relationships

Get to know your people. Understand them better, and be empathetic toward them. Help them to be more positive and achieve better outcomes.

  1. Provide meaning

Develop your brand’s purpose as a collective objective, a higher goal that you can all strive for. Encourage the sharing of ideas and best practices.

  1. Acknowledge positivity

Recognize and reward people for the positive behaviors that you want the team to follow. Such acknowledgement reinforces the culture of positivity.

Maximize productivity with positivity

People are more positive about their work when they know and understand what is expected of them, and when they are enjoying what they do. Your positive culture will help people to enjoy their working environment – whether that is on-site, in the field, or remote. However, you should also try to give your people work that they love doing and define their roles.

By defining what tasks and duties each member of your team is responsible for, you remove confusion that can create overlap, conflict, and negativity.

If there is one thing you could do right now to improve your team’s positivity and productivity, it is this: define each role, utilizing individual strengths, and manage those roles in line with your own positive mindset.

Are you finding it difficult to let go and lead positively? What are the roadblocks that are stopping your sales efforts from accelerating your growth? Let me know your issues in the comments below – I’ll try to address them in upcoming blogs or podcasts.

Alternatively, to better understand the systems that can help to build your confidence and your revenues – the kind of revenues that will boost your ability to live the life you desire – contact me today.

Publish Date:10/23/2020 12:00:00 AM
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Your positivity will be reflected in boosted productivity
Sales is the lifeblood of any business, including coaching and consulting businesses. In his book, ’Ready, Fire, Aim’, Michael Masterson recommends that you should be the one selling – right up until you hit $1 million in revenue. Then, by removing yourself from the sales process, you can scale up, and leverage what you have and grow your business faster by removing yourself from the sales process.
I believe you can st…

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